The sales landscape has changed. The famous ABC concept (Always Be Closing) doesn’t work very well anymore. Most advisors and financial professionals don’t sell transactional products, and clients have access to information like no other time in the history. So while the close is still critical – it’s better to delay it than to rush it.
Ryan Schutty covered cold calling – from creating your list (personalize it) to overcoming objections (interrupt their pattern). Now, it’s finally time for the first meeting. Instead of ABC, try ICC: Inquire, Clarify, Challenge. Read more
I’m sure you’ve never opened up a cold call this way (right?). I’ve yet to meet someone who sold a retirement plan over the phone. The goal of your call isn’t to sell a plan; it’s to get a meeting.
Last week we talked about the first step to making cold calling a little “warmer” – personalize your call list. Now, let’s talk about the initial call. Most often, it’s where you’ll meet the most opposition.
It’s so important to remind yourself that horizontal cold calling is a no-pressure approach – you’re simply gathering information. Your focus should be on the prospect – the initial call is NEVER a time to lay out the laundry list of services and recognitions your firm has – you’re just setting the stage for future discussions and, hopefully, a meeting.
For the initial call, establish a template for your discussion.